Industry
Managed IT services and support
Headquarters
Chicago, IL
Founded
2008
Target Market
Small to mid-sized businesses in greater Chicago
Employees Supported
5-2,000 per client
Average Client Size
20 employees
No Formal Sales Structure or Process
vitaltech’s goal was to generate 8-10 qualified first-time appointments per month. But with most new business coming through existing relationships, it didn’t have a structured approach to guide, scale, or track outbound sales efforts.
Establish a Clear, Scalable Sales Foundation
Working together, we developed a detailed sales playbook tailored to its market – defining messaging, ideal customer profiles, qualification criteria for first-time appointments, and the workflows a business development representative (BDR) would follow each day.
To support visibility and performance management, we also implemented a CRM system for monitoring activity, pipeline creation, and outcomes in real time. With a solid foundation in place, new BDRs could ramp quickly, and vitaltech had a system it could refine and scale over time.
The Cost and Complexity of Building an Internal Team
Building and managing an internal sales function requires time, resources, and risk. From sourcing and onboarding to training, coaching, and daily performance oversight, the vitaltech team didn’t have the bandwidth or expertise to take on those responsibilities.
Full Process, Talent, and Performance Management
vitaltech turned to our outsourced sales talent services to quickly find and ramp the right people. We recruited candidates, evaluated their fit, and equipped them with the skills, company background, and outbound fundamentals needed to start booking calls quickly.
We also employed the BDRs on our payroll and managed their performance, from goals and activity to coaching and improvement. This allowed vitaltech to secure sales talent without the time, cost, or uncertainty of building an internal team on its own.
Navigating Changes on a Moment’s Notice
As the business evolved, vitaltech needed support it could count on. Rep transitions or urgent shifts risked slowing momentum, making it essential to have a partner that could step in quickly and keep outbound activity on track.
Responsive Support and Reliable Action
We remained a steady partner through every change in staffing and strategy. When one BDR left unexpectedly, our team acted immediately to source new talent, train them quickly, and get them booking appointments within two months.
Throughout the partnership, vitaltech had direct access to leaders who remained responsive, hands-on, and proactive.
